From Plateau to $1.2 Million Growth in Just Four Months: Here’s How

When one of our partner companies came to us, they were stuck. This home service business had been generating $187,000 per month for over a year with no growth in sight. In just four months, we helped them increase their revenue by $1.2 million—and it wasn’t by generating more leads. Here’s exactly how we did it and how you can apply these strategies to your business.

Identifying the Problem: Three Leaks in the Sales Funnel

The company was generating a healthy 847 leads per month, converting 40% of those leads into 340 jobs at an average ticket of $550. Despite this solid lead flow, their processes were leaking revenue. We uncovered three main areas of improvement:

1. Lead Intake Process
2. Cancellations and No-Shows
3. Follow-Up on Estimates

By plugging these leaks, we increased their conversion rates and revenue without increasing lead volume.

Fixing the Lead Intake Process

Our first priority was to optimize how they handled leads. Before working with us, they were making only one contact attempt per lead—whether via web forms, phone calls, or ad platform messages. This lack of follow-up left money on the table. Here’s how we changed that:

1. Automated Multi-Channel Responses
   • We set up an automatic text and email response to acknowledge every web form submission immediately.
   • This started a conversation with the customer while keeping the lead warm.
2. Follow-Up Requests for More Information
   • A follow-up text asked for additional details or photos related to the service request.
   • This increased engagement and prepared CSRs for productive conversations.
3. Nurture Sequences
   • We created a 21-day nurture sequence for non-urgent services to keep leads engaged.
   • This sequence included value-adding content, FAQs, and calls to action to schedule the service.

Results: Conversion rates for web forms increased from 48% to 67%, translating into 64 additional jobs per month.

Addressing Cancellations and No-Shows

The company averaged 55 cancellations monthly, losing $330,000 in potential revenue. Here’s how we tackled this:

1. Scheduled Appointment Sequences
   • Customers received automated emails and texts before their appointment with preparation tips, technician bios, and upselling opportunities.
2. Cancellation Recovery Automations
   • We set up a three-day follow-up sequence to re-engage customers who canceled appointments.

Results: Cancellations dropped from 55 to 18 per month, recovering $20,000 in monthly revenue.

Following Up on Estimates

For companies providing estimates before booking jobs, follow-up is critical. We implemented a 21-day estimate follow-up sequence to:

• Answer FAQs
• Provide customer testimonials
• Remind customers of the estimate’s expiration date

One HVAC client increased their close rate from 46% to 58%, generating an additional $300,000 in revenue.

Scaling Leads After Fixing the Funnel

Once the leaks were plugged, we turned our attention to generating more leads. We implemented three new calls to action on their website, resulting in a 30% increase in lead volume within six months.

The Bottom Line

By focusing on fixing their sales funnel, this home service business increased conversions by 21% and revenue by 51% without adding new leads. If you’re a home service business generating over $1 million annually and feeling stuck, we can help. Schedule a free marketing audit at PhlashConsulting.com. Worst case? You walk away with actionable insights. Best case? We help you grow your business.

Don’t let your potential slip through the cracks. Start optimizing today!